Building on the key buying values of the Technology industry, an effective go-to-market strategy can be created that focuses your company’s core competencies and key differentiators in value-creation terms. A value proposition for your offering can also be mapped and defined which aligns with customers’ buying values. As companies are demanding value-for-money from their technology investments, having a solid plan and marketing strategy is essential for success. Advertas Consultants work with your stakeholders to identify short and long-term objectives; and develop recommendations to achieve success through an integrated go-to-market strategy. Advertas has several tools that can be used to construct and calibrate the winning go-to-market strategy, including...
One of the most powerful tools in shaping your go-to-market strategy is knowing what your Technology prospects really value in your company’s offering. The best business strategies are created in concert with customers. It sounds simple enough, but often technology providers do not have a sufficiently clear picture of the buying values of their customers. Frequently those values even change over time. That's where we can help. Our practice in helping shape our technology clients' go-to-market strategy is based on a clinical process called Voice of the Customer (VOTC). Our VOTC methodology involves an investigation of the business impact of the prospective technology product or service. The results of VOTC are often stunning, revealing many things about the offering and provider, including
Perception of value by customers,
Potential impact on business and/or operations,
Key trends in the industry relating to the offering, and
Awareness of the provider and/or offering by prospects/customers.
VOTC also creates substantial good will. Prospects and customers appreciate technology providers who actively seek to obtain a thorough, objective view of their business needs. The VOTC methodology captures information from executives in a way that leaves a very positive impression and opens the door to follow-up by your sales team.
Competition makes us better and understanding the competitive landscape is vital in shaping your go-to-market strategy. The right perspective on others in the marketplace helps define how you will differentiate your products and services. Focused on technology, the consultants at Advertas understand how tech company’s can most effectively compete. Working closely with our clients, we assemble a thorough competitive analysis for a product, product line or your business in general
Pricing is a key element of your go-to-market strategy. The right pricing model affects not only revenue and cash flow, but also product perceptions. Pricing also reflects how your offering is to be sold. A successful product will provide value to your customers greater than the life-cycle cost. Advertas believes that identifying, modeling and communicating the value proposition for our clients is fundamental to pricing technology and related services. Working closely with our clients’ management team, our strategy consultants will build pricing models based on several key influencers. Pricing models also provide the opportunity to perform sensitivity analysis – modeling how various price points and sales affect the net income of the business. Contact Advertas today to discuss your business needs around an effective pricing model that captures value for you and your customers.